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Index

R

Reality Checks:
Are You Challenging or Collaborating?, 36
Are You Exceeding Your Customer's Level of Comprehension, 30
Are You Really That Different?, 33
Is There a Balance Between Timing and Content?, 33
Is There a Quality Decision Process?, 26
Is Your Company Creating General Practitioners or Specialists?, 178
What Is the Level of Comprehension?, 28
Relationships, 51–52, 154, 197
Reliability (example of fat/loaded word), 131, 132
Resistance, 143
Return on solution (ROS) equation, 133
Risk:
of change (minimizing customer's), 46, 49, 66, 129
customer awareness of, 138
performance, 129, 130
personal, 129, 130
process, 129, 130
Rule-of-two questions, 58

The topics covered herein concern solution sales, consultative sales, and consultative selling.

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